國際商務函電第七章Unit07 Counter-offers

UnitSevenCounter-offers

(還盤)ObjectivesIntroductionNewWords&Expressions

ExercisesKeystoExercisesObjectivesUnitSevenCounter-offers

(還盤)1. 還盤的內容

2. 還盤信的基本寫法3.還盤信中常用的詞匯及表達方式通過本章的學習，幫助學生掌握:Introduction Acounter-offerisvirtuallyapartialrejectionoftheoriginaloffer.Italsomeansacounterproposalputforwardbythebuyer.Definitionofacounter-offer:UnitSevenCounter-offers

(還盤)Introduction

還盤，又稱還價，是受盤人對發(fā)盤內容不完全同意而提出修改或變更的表示。在還盤時，對雙方已經(jīng)同意的條件一般毋需重復列出。進行還盤時，可用“還盤”術語。Definitionofacounter-offer:UnitSevenCounter-offers

(還盤)IntroductionOpentheletterbythankingtherecipientforhisoffer.Declinetheoriginalofferbyprovidingtherecipientwithdetailedandreasonablereasons.Putforwardthedesiredbusinessconditionsandtrytopersuadetherecipienttoacceptthem.Closetheletterbyexpressingexpectationsforafavorablereply.Lettersincludingacounter-offercanbewritteninthefollowingstructure:UnitSevenCounter-offers

(還盤)敬啟者：

我們已收到貴方4月15日的信函及樣品。

順告貴方，我方對貴方樣品測試很滿意。但是非常抱歉告之貴方價格偏高并且已高出市場價格。有信息顯示貴方所報盤的品牌此地可以從其他供貨地獲得并且比貴價格低很多。

我們不否認貴方產(chǎn)品的質量較好，然而，不論怎樣，價格也不能差異太大。如貴方同意降低貴方限價，比方說5%，我們可能成交。

我們希望貴方考慮我們最有利的還盤。盼與貴方開始業(yè)務往來及盡快答復。

謹上SampleLetterⅠUnitSevenNon-Counter-offers

(還盤) 敬啟者： 我們感謝你方10月5日發(fā)來的關于10,000臺“金獅”牌自行車的郵件。我們對你方價格及裝運日期感到滿意，但是，我們建議你方對付款方式作一改動。通常，我們以往從你方購買其他產(chǎn)品的支付方式為保兌的、不可撤銷的即期信用證。在此基礎上，我們確實花費了很多資金。從開立信用證到用戶支付我們貨款，占用資金持續(xù)四個月左右。在這種情況下，由于銀行空前高的利率，這個問題對我方而言特別難以負擔。 考慮到我們長期的業(yè)務關系及友好的合作前景，我們建議你方接受“貨到后憑單付款”或“開出見票60天付款的匯票向我方收款”的條件。若你方能合理考慮上述要求并早日給予回復，我方將十分感激。

謹上SampleLetterⅡUnitSevenNon-Counter-offers

(還盤)敬啟者：事由：花生仁茲談及你方5月15日關于1000噸標題項下貨物的報盤。因為我方客戶急需此貨，他們要求電傳通知你方把交貨日期由“9月底”改為“8月15日以前”，否則他們將從別處補進此貨。為促進你方業(yè)務，請接受此條件。企盼你方有利的答復。

謹上SampleLetterⅢUnitSevenNon-Counter-offers

(還盤)NewWords&Expressions1. counter-offer還盤，是外貿業(yè)務用語，指受盤人對收到的報盤提出修改條件。該詞可作動詞或名詞。 Ifourofferisnotacceptable,pleasefaxyourbestcounter-offer. 如果不能接受我方報盤，請發(fā)傳真告知你方最好的還盤。 Thepriceyoucounter-offeredisunreasonable. 你方還盤價格不合理。

UnitSevenCounter-offers

(還盤)NewWords&Expressions2. concludev.達成，締結(條約等)；決定 BritainconcludedatradeagreementwithChina. 英國和中國簽署了貿易協(xié)定。 Oncethepricehadbeenagreed,adealwasquicklyconcluded. 價格一經(jīng)商定，交易很快就達成了。 WehaveconcludedatransactionwithABCCompanyonawidevarietyoflightindustrialproducts. 我們與ABC公司就多種輕工業(yè)品達成了交易。UnitSevenCounter-offers

(還盤)NewWords&Expressions conclusionn.結束，議定，結論 Theydecidedtobringthenegotiationtoaspeedyconclusion.他們決定盡快結束談判。 Wehavecometotheconclusionthatitwouldbeunnecessarytoimportamachineatsuchahighprice. 結論是沒有必要進口價格如此高的機器。UnitSevenCounter-offers

(還盤)NewWords&Expressions3. validadj.有效的 Theoldpricelistisvaliduntilthe31August. 舊價格單有效期至6月31日止。 TheL/CisvaliduptotheendofDecember. 該信用證有效期至12月末。 Theofferisvalidforthreeweeks. 該報盤有效期為三個星期。 validityn.有效 Theagreementshallbecomenullandvoidautomaticallyuponexpirationofitstermofvalidity.本協(xié)議期滿后自動無效。 Thetermofvalidityisoneyear.有效期為一年。UnitSevenCounter-offers

(還盤)NewWords&Expressions 4. limitn.&v.限價 limitaprice;givealimit限價 buy(sell)atlimit 限價買進（賣出） buybelowlimit 低于限價買進 sellabovelimit 高于限價賣出 exceedalimit 超過限價UnitSevenCounter-offers

(還盤)NewWords&Expressions5. obtainv.得到，獲得 Wewishtoobtainfirst-handinformationaboutyourmarket. 我們需要有關你處市場的第一手資料。 Weobtainknowledgethroughpractice. 我們通過實踐獲得知識。UnitSevenCounter-offers

(還盤)NewWords&Expressions6. reducev.減少，降低 reduceapriceby…將價格降低多少 reduceapriceto…將價格降低到多少 Tomeetyourrequest,wearepreparedtoreduceourfreightby3%. 為滿足你方要求，我方準備將運費降低百分之三。 Tobemorecompetitive,youshouldtrytoreduceyourpricetothebottomwithoutsacrificingthequality. 為了更有競爭力，你方應盡量在不影響質量的前提下將價格降至最低。UnitSevenCounter-offers

(還盤)NewWords&Expressions reductionn.減少，降低 makeareductionof…%inprice 把價格降低多少 Youarerequestedtomakeareductionof10%inyourpricetoattractmorecustomers. 為了吸引更多客戶，請你們降價百分之十。 Theshopsoldsomeitemsatahugereduction. 該商店大幅度降價出售一些商品。UnitSevenCounter-offers

(還盤)NewWords&Expressions7. outofline不合理的，不相符的 Shouldyourpricebefoundoutofline,theymayturntoothersfortheirrequirements. 如果你方的價格不合理，他們也許會向別人購買。 outoflinewith與…不相符，與…脫節(jié) Whatyouaskedisquiteoutoflinewiththepresentmarkethere. 你方的要求與此地的現(xiàn)行市場行情不符。UnitSevenCounter-offers

(還盤)NewWords&Expressions8. acknowledgev.t.承認；告知收到(信件、禮物等) WeacknowledgethereceiptofyourletterofOctober1. 我方收到了你方10月1日的來信。 Itisuniversallyacknowledgedthatthequalityofourproductsisoffirst-grade. 大家一致公認我方產(chǎn)品的質量是一流的。UnitSevenCounter-offers

(還盤)NewWords&Expressions9. Yourpriceistoohigh.你方價格太高。 類似的表達方式還有： Yourpriceisabithigh. 你方價格有點高。 Yourpriceisexcessive. 你方價格過高。 Yourpriceisratherstiff. 你方價格相當高。 Yourpriceisprohibitive. 你方價格令人望而卻步。UnitSevenCounter-offers

(還盤)NewWords&Expressions10.bedesirousofsth.想要某物 bedesirousofdoingsth.渴望做某事 bedesiroustodosth.渴望做某事 desiren.渴望，愿望

UnitSevenCounter-offers

(還盤)NewWords&Expressions11.drawonusat60day’ssight 開出見票60天付款的匯票向我們收款。 drawv.開出(匯票) 常用結構為draw(adraft)onsb.for…開出向某人索取……的匯票，有時也用drawonsb.againststh.這個結構，表示開出開票向某人索取某筆款項。 drawingsn.pl.用匯票支取的金額 Yourletterofcreditistogive4%moreorlessindrawings. 你方信用證就準許在收款時有4%的上下幅度。UnitSevenCounter-offers

(還盤)

ExerciseⅠ

ExerciseⅡ

ExerciseⅢ

ExerciseⅣExercisesUnitSevenCounter-offers

(還盤)ExerciseⅠ1.

(很遺憾地告知)

wecan’tacceptyourofferforthecars.2. Itisregretfulthat

(你方報價與市價不符).3.

(如果你方把報盤降價2%)，wewillclosethebusiness.4. You’dbetterloweryourprices,

(由于市場不堅挺).UnitSevenCounter-offers

(還盤)ExerciseⅠ5. Wewouldliketopointoutthatthepricesareourlowestlevel

(所獲利潤微薄).Thebestwecando

(給你方5月底以前來的訂單打9%的折扣)

asaspecialconcession.7.

(由于運輸價格的上漲)，wehavetoadjustourpricestocovertheincreasingcost.8.

Weregrettosaythat

(我方的新價格于5月6日起使用).UnitSevenCounter-offers

(還盤)ExerciseⅡ1.Wearenotinapositiontomakeanyreduction______price.(

)

A.in B.ofC.atD.on2.Webelievethatthereisareadymarket______thegoodsinyourplace.(

) A.of B.about C.for D.with3.Withaview______themarketatyourendwehaveofferedyouourbottomprice.(

) A.topromoting B.topromote C.ofpromote D.intopromoting4. Oursuggestionisthatyou______thesimilararticle

_____whatyourequestatalowerpricethanquotedowingtosimilarityinfunction.(

) A.recommend,as B.replace,by C.take,into D.substitute,forUnitSevenCounter-offers

(還盤)ExerciseⅡ5.Weagreetoreduceyourprice______USD160perpairFOBShanghai.(

) A.at B.to C.ofD.for6. Wehavedecidedtomakeafurtherconcession______5%perboxinordertohelpyoutoincreasethebusinesswithus.(

) A.to B.of C.onD.about7. Weregretthatourlowprices______narrowmarginofprofit.(

) A.leaveuswith B.include C.earn D.give8. Wefeelregretfulthatyouaskustoallowyouacommission______10%oneachsale.(

)A.of B.to C.on D./UnitSevenCounter-offers

(還盤)ExerciseⅢ1.雖然你們的質量令人滿意，但價格偏高。2.因為競爭激烈，你方只有降價5%才有可能成交。3.價格不是唯一的要素，你還必須考慮質量。4.這是我們最低價，我們不能再降了。5.市場疲軟，這一點我想你們肯定很清楚。UnitSevenCounter-offers

(還盤)ExerciseⅢ6.如果您堅持原來的價格，做成這筆交易的可能性很小。7.其他供應商的報價都比你們低10%左右。在這種情況下，你們只有降價才能贏得這筆生意。8.你方報價每公噸3000英鎊，但這與現(xiàn)行市價不一致。9.因為原材料成本上漲，我們已經(jīng)將價格提高了2%。10.日本供貨商以比你方低3%的價格出售同一產(chǎn)品，我們很難推銷你方產(chǎn)品。

UnitSevenCounter-offers

(還盤)ExerciseⅣ敬啟者：你方6月3日報盤和女襯衫的樣品已收到，非常感謝。你方產(chǎn)品質量優(yōu)良，但價格對我方來說太高。同時也必須指出，我方市場上有許多韓國、日本同類產(chǎn)品，他們的價格比你方低10%到15%。在這種情況下，我們希望你方考慮一下降低價格，比方說10%。我方訂單總額大約RMB￥200000，我們認為這值得你方考慮讓步。期待你方早日回復。

謹上UnitSevenCounter-offers

(還盤)Exercise5WriteanEnglishletterbasedonthefollowinginformation:你方向客戶作的鐵絲（ironwire）的報價，客戶４月９日回信中認為價格偏高。給客戶回信，包含以下幾點：1.最近原材料價格上漲；2.我們的質量上乘；3.客戶所需的１噸是最低起訂量，不能打折；4.國內外供不應求，現(xiàn)存貨已不多；5.督促客戶重新考慮你方報價，盡快回復；6.歡迎其他詢盤，并將給予關注。

UnitSevenCounter-offers

(還盤)

ExerciseⅠ

ExerciseⅡ

ExerciseⅢ

ExerciseⅣKeystoExercisesUnitSevenCounter-offers

(還盤)ExerciseⅠ1. Weverymuchregrettoinformthat

(很遺憾地告知)

wecan’tacceptyourofferforthecars.2. Itisregretfulthat

yourpriceisoutoflinewiththemarketlevel

(你方報價與市價不符).3.

Ifyoumakeareductionof2%onouroffer(如果你方把報盤降價2%)，wewillclosethebusiness.4. You’dbetterloweryourprices,

forthemarketisweak

(由于市場不堅挺).UnitSevenCounter-offers

(還盤)ExerciseⅠ5. Wewouldliketopointoutthatthepricesareourlowestlevel

whichmakethemarginofprofitverythin(所獲利潤微薄).Thebestwecando

istogiveyouadiscountof9%onallorderscomingtousbeforetheendofMay

(給你方5月底以前來的訂單打9%的折扣)

asaspecialconcession.7. Asaresultoftheincreasingpricesoffreight(由于運輸價格的上漲)，wehavetoadjustourpricestocovertheincreasingcost.8.

Weregrettosaythat

ournewpriceswereputintopracticeonMay6

(我方的新價格于5月6日起使用).UnitSevenCounter-offers

(還盤)ExerciseⅡ1.Wearenotinapositiontomakeanyreduction______price.(

)

A.in B.ofC.atD.on2.Webelievethatthereisareadymarket______thegoodsinyourplace.(

) A.of B.about C.for D.with3.Withaview______themarketatyourendwehaveofferedyouourbottomprice.(

) A.topromoting B.topromote C.ofpromote D.intopromoting4. Oursuggestionisthatyou______thesimilararticle

_____whatyourequestatalowerpricethanquotedowingtosimilarityinfunction.(

) A.recommend,as B.replace,by C.take,into D.substitute,forACAUnitSevenCounter-offers

(還盤)DExerciseⅡ5.Weagreetoreduceyourprice______USD160perpairFOBShanghai.(

) A.at B.to C.ofD.for6. Wehavedecidedtomakeafurtherconcession______5%perboxinordertohelpyoutoincreasethebusinesswithus.(

) A.to B.of C.onD.about7. Weregretthatourlowprices______narrowmarginofprofit.(

) A.leaveuswith B.include C.earn D.give8. Wefeelregretfulthatyouaskustoallowyouacommission______10%oneachsale.(

)A.of B.to C.on D./BAAAUnitSevenCounter-offers

(還盤)ExerciseⅢ1.Althoughthequalityofyourgoodsissatisfactory,theirpricesareratheronthehighside.2.Becausecompetitionisfierce,youwillnotbeabletocometotermswithusunlessyoureduceyourpriceby5%.3.Priceisnottheonlyfactor;youhavetotakequalityintoaccount.4.Thatisourlowestpriceandwerefusetoloweritanyfurther.5.Youmustbefullyawarethatthemarketisweak.UnitSevenCounter-offers

(還盤)ExerciseⅢ6.Shouldyouinsistonyouroriginalprice,wewillhavelittlechancetoconcludethebusiness?7.Quotationsfromothersuppliersareabout10%lowerthanyours.Inthiscase,youcanwinthisdealonlyifyoucutyourprices.8.Youhaveofferedthegoodsat￡3,000permetricton,butitisoutoflinewiththeprevailingmarket.9.Sincecostsofrawmaterialhavegoneup,wehaveraisedourpriceby2%.10.Japanesedealersaresellingthesameitemataprice3%lowerthanyours,soitwillbeverydifficulttopushthesalesofyourproducts.UnitSevenCounter-offers

(還盤)ExerciseⅣDearSirs,WeareinreceiptofbothyourofferandthesamplesofblousesofJune3,andthankyouforallthese.Whileappreciatingthegoodqualityofyourblouses,wefindyourpricetoohighforourmarket.Alsowehavetopo